Sales Effectiveness Pursuit Lead

The team is currently recruiting for the role of Pursuit Lead. This critical role will report directly to the Head of Pursuit Sales Effectiveness and will partner closely with EMEA regional leadership, sales leadership and commercial teams to secure multi-million-pound consulting and technology new business and renewals.

The successful candidate will help drive winning and profitable sales growth and high retention rates by acting as the ‘conductor of the orchestra’ for assigned pursuits/opportunities across ICT’s full portfolio of offerings. You will be working on several deals at any one time, with turnaround times of 1+ weeks from request to response. You will also actively coach/mentor individuals and teams to proactively engage with clients and prospects to identify opportunities to bid vs. just waiting for inbound requests/RFPs.

The Role:

The EMEA Sales Effectiveness Team (SET) is a centralised and critical strategic resource that is aligned with and supports the execution of ICT’s commercial strategy of:

• Ambitious revenue growth (Bid Management/Revenue Enablement) and A high performing sales culture (Sales Coaching and Development) and The shift from product to proposition selling (Value Proposition and Differentiation)
• Provides full ‘end to end’ deal pursuit support and challenge across the opportunity lifecycle for assigned offensive/defensive ‘business critical’ bids. Identifies, gathers and co-ordinates the collection of all key inputs required to respond and compete effectively, whether the opportunity be generated through RFI, RFP or commercial lead generation.
• Actively participates in the process of identifying the bid team, developing a winning strategy, key messaging, executive summary and differentiated insight, including challenge where needed to develop a compelling and client-centric proposition.
• Manages and co-ordinates inputs from a variety of stakeholders and experts to drive the pursuit strategy forwards, ensuring regular communication with all relevant team members and clarity of next steps, ownership, timelines, etc.
• Oversees and contributes to the development of high quality and compelling final response documents.
• Coaches and supports consultants to create commercial value through early client engagement, opportunity qualification, win strategy development, storyboarding, and ongoing networking / value creation.
• Ensures that ICT’s global pursuit process is followed, advocates best practices and helps free up the time of commercially focused pitch team members to sell/create client value.
• Helps to improve win rates through participating in win/loss debriefs, capturing and socialising success in region (for example through win-flashes), therefore enabling the business to apply lessons learnt in an actionable way.
• Partners with the SET leadership team to share best practices and content that helps product management and marketing teams develop key value propositions, campaign messaging and proposition innovation for regional/local sales campaigns.
• Updates and contributes to the bid content resource centre, facilitating greater and more efficient self-service to the library of key assets, materials and best practices.
• Acts as coach/mentor resource for defined client accounts. Checks in periodically/as requested to support account and team growth.
• Helps commercial teams to uncover new opportunities to compete/bid and coaches/mentors on most impactful ways to generate unique, differentiated, and winning value propositions.